Regardless of your SaaS business, at some point you’ll reach a place where showing your software will be easier than explaining it. Not all potential customers have time for a demo, and many don’t want to have to “conceptualize” what you’re selling. Using screensharing for sales is often the sweet spot. But, how do you ensure you’re using screensharing effectively?
1. Engage the customer during your demonstration
When you incorporate screensharing for sales, you immediately increase the engagement with your lead. In fact, i3 Technologies identified that holding a lead’s attention via screen share “gives you a higher chance of closing a sale than any other communication mode.” Importantly, though, you need to reward that attention.
While your intent is to have the lead focused on what you’re showing them, ensure that your focus is on them. Put together a quick outline or, if you’re using Covideo, implement the teleprompter feature, to make sure you don’t over-explain or go down a verbal rabbit hole. Keep your screenshare relevant, your points concise, and be very deliberate in what you’re asking the lead.
2. Highlight visuals to draw focus rather than distract
We’ve already established that screensharing increases your chance of engagement. You also want to make sure you don’t mismanage this medium to ineffective ends. Not long ago, phone calls changed the sales game. These days, however, abuse of that line has squandered its usefulness. In fact, Verint found that one-third of sales customers find phone calls to be the most frustrating medium out there.
Avoid creating the same fate for screensharing by using zoom, annotation, and other tools to draw focus to the most important visual elements. Your use of screensharing for sales should clarify and simplify, not distract or overwhelm.
3. Save their time, don’t over-inundate
With great power comes great responsibility. By wielding the ability to show leads what they need to know, it can be tempting to over-explain. Planning and organizing can help to avoid this. Additionally, have a very specific call-to-action in mind. If you want a lead to better understand how your filtering feature works, don’t get distracted also showing a toggle tool.
Your lead’s time is precious and their attention span should be respected. Remember, this isn’t your onlychance to communicate, so you don’t have to tackle everything. The more concise and specific you make your communications, the more opportunities you’ll create with that lead over time. If your product, service, or platform is robust, that’s great. Just remember, your customer is going to eat that elephant one bite at a time.
The high upside of incorporating screensharing for sales
By keeping your priority on your customer’s engagement, being deliberate in how you choose to use visualizations, and keeping explanations concise and specific, you can elevate your SaaS sales cycle to new heights. Screensharing for sales can open up new ways of rapport-building, increase excitement in your services or tools, and shorten your sales cycle.